It’s critical to spend time with customers beyond the initial transaction, providing value and building engagement and alignment.
Still, most customers devote less than 2% of their time dealing with the salespeople who supply the goods or services they buy.
The way to stand out
Because customers today are under pressure to accomplish more objectives using fewer resources, a growing number rely on salespeople to help them make effective buying decisions.
This is one of the greatest challenges salespeople face today. To add value to their customers, salespeople need to know a significant amount about customers’ businesses before making the first presentation.
Doing research helps
Find out where your customers are coming from, how they view your products or services and why they should be doing business with you. Use this information to position your product or service and build a customer profile.
This information will also…
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